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Author Archives: Lance Cooper

10 Fundamentals For Coaching The Best Salespeople

CoachingBy Lance CooperFebruary 11, 2019Leave a comment

Successful coaching begins with recruiting the best. Do the candidates you hire have what it takes? Are they self-motivated, honest and responsible? Do they like your products? Are they coachable?…

How To Achieve Your Goals AND Strengthen Relationships

CoachingBy Lance CooperJanuary 24, 2019Leave a comment

Recently, a young sales leader travelled several hours to spend the afternoon with me in Knoxville. Despite icy roads and the cold of the north winds, he arrived around noon.…

How To Get Helpful Advice From A Bell-Shaped Curve

CoachingBy Lance CooperJanuary 22, 2019Leave a comment

I know you’ve been thinking about how to best coach the new rep. You want to do this well because you can’t afford to get them off to a poor…

How To Prepare A Brand New Rep For Success

CoachingBy Lance CooperJanuary 7, 2019Leave a comment

How do you prepare a brand new rep for success? If you’re like me, you’ve made tons of mistakes and lost thousands and thousands of dollars and many sleepless nights.…

Why Do People Want The Quick Easy Way In Recruiting

RecruitingBy Lance CooperJanuary 7, 2019Leave a comment

When young baseball players are 12 and under, they will eat dirt if you tell them it will help them hit the ball. When they reach 13, it’s as if…

CAMPS

Make Better Hires When You Have This Target

RecruitingBy Lance CooperDecember 18, 2018Leave a comment

Hey Top Sales Leaders! Here are the five essential areas (with an acronym of CAMPS™) you can ‘target’ to help you improve your ability to recruit the best high-activity sales…

What Happens When You Recruit Truthful People First

RecruitingBy Lance CooperDecember 5, 2018Leave a comment

A reputation can be a good thing…if you have one for being the life of the party. It’s not so good when it’s for stretching the truth. In fact, it…

This Is What Happens When You Hire The Uncoachable

CoachingBy Lance CooperDecember 5, 2018Leave a comment

Every work day you wake up early, grit your teeth, then travel toward your office with one name in mind, Tom – one salesperson in particular that you just don’t…

How To Find The Best Candidates For Sales

RecruitingBy Lance CooperOctober 15, 2018Leave a comment

Where do you find people who can sell – who can sell what you sell and in a way that people buy again and again? The number one frustration we hear from…

The Best Sales Leaders Refine Their People With Fire

CoachingBy Lance CooperOctober 11, 2018Leave a comment

We stumble – imperfect and unrefined people – as runners, sales reps, fathers and mothers. And life is tough – being successful is difficult. Obstacles face us from the inside…

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